Sales

The Overarching problem with pipeline reviews is this: they are reactive instead of proactive. Read more: How Sales Leaders Can Turn Tedious Pipeline Reviews into Productive Strategy Sessions | OpenView Labs This article is a great reminder about how to best use your time with sales reps.

Pricing strategy connects your Where to Play and How to Win Choices. It does this by helping you define how you create value for your target segments and how you will capture your fair share of that value. To execute on pricing strategy you have to be able to answer the following questions. Broadly […]

In order for a Board of Directors to be effective in their mission to help the organization improve, they need to see data, trends, and reports that reveal actual findings – not assumptions or guesses. There are few things that can make a sales leader more uncomfortable than being asked questions that they should have […]

If there is at least one call that contains multiple participants from the buying side of the organization, that correlates with a 32% higher close rate: Generalized across all stages of the sales cycle, having at least one call that contains multiple participants from the seller organization correlates with a 258% higher likelihood of closing […]

Without the right people in your company’s essential sales roles, you can’t expect great results. Good salespeople are self-motivated and love a challenge. They aim high and are committed to going above and beyond expectations. In an interview with the Growth Everywhere podcast, Kyle Porter, founder and CEO of #SalesLoft, addressed his company’s success. “We’ve […]

Coaching is frequently accepted as THE most important function of a front line sales manager, with data showing that effective and frequent coaching can comfortably see a 20% increase in performance. Yet despite the perceived importance of this function, the average sales leader invests only 5% of their time in helping to develop their reps. […]

Success for many demand marketers is no longer defined by the quantity of leads generated. For many B2B teams, success measures are now defined by lead-to-customer conversion rates or other full-funnel metrics. Increasingly, marketers are responsible for supporting the customer’s entire journey through tighter alignment with their organization’s sales and customer success teams. Read more: […]

Mid-funnel processes have become efficient in the past decade due to widespread adoption of marketing automation platforms (MAP). Giselle Abramovich recently reported that fifty-five percent of B2B brands are using automation technologies to nurture leads, perform progressive profiling on leads and present personalized content. Abramovich also noted that 91% of the most successful B2B […]

Research has consistently demonstrated that without systematic, ongoing learning and reinforcement, participants quickly forget what they learned and revert back to their original behaviors. A common problem with many sales training initiatives is that they are event based (i.e., intensive, multi-day training events) where participants typically forget much of what they learned shortly after the […]

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. One constant struggle I hear is the SDR to AE handoff. The problem is mostly centered around accountability, process and compensation. In this article, I’ll analyze the core issues that are deeply rooted within the SDR AE […]